Resources
Playbooks and data for getting more from your people.
Practical, specific guides on coaching, KPIs, and retention. Written for dealer principals, GMs, and the managers who run the desk. No fluff, no theory.
Benchmark report
The State of Dealership Accountability
A dealership's people are its most heavily invested and least managed asset. This report defines the five numbers that measure whether accountability is actually happening on your floor, and hands you a scorecard to grade your own store.
Read the reportArticles
Accountability & coaching
The daily sales huddle: a 10-minute template that sticks
A repeatable 10-minute morning meeting that sets the day's numbers, surfaces the deals in play, and makes accountability a habit instead of an event.
A 1:1 coaching framework for car salespeople
A repeatable weekly one-on-one structure that turns vague "how's it going" check-ins into real coaching tied to the numbers each salesperson can actually move.
How to coach a struggling salesperson (without losing them)
A step-by-step approach to turning around a salesperson in a slump. Diagnose the real cause, rebuild confidence on small wins, and set a clear line, all without pushing them out the door.
Accountability without micromanaging the floor
How to hold a sales team accountable to daily numbers without hovering, by managing to clear commitments and leading indicators instead of watching every move.
KPIs & activity metrics
The salesperson KPIs that actually predict sold units
Most stores track units sold and call it measurement. Units are a result. Here are the daily activity metrics that actually tell you who is going to sell next month.
How many calls should a salesperson make per day?
The honest answer isn't a single magic number. It's a range that depends on your traffic mix, your pipeline, and whether you're counting dials or conversations. Here's how to set a real target.
Appointment set-to-show: benchmarks that matter
The appointment funnel is where most stores leak deals they already earned. Here are the set, show, and close ratios worth tracking, and the working targets to hold your team to.
Leading vs. lagging indicators in auto sales
Units, gross, and CSI tell you what already happened. Leading indicators tell you what's about to. Here's how to build a dashboard you can still do something about.
Turnover & retention
Why salespeople quit in 90 days, and how to stop it
Most new-hire turnover isn't random. It clusters in the first 90 days for reasons you can see coming, and most of them are fixable.
A 30-60-90 onboarding plan for new salespeople
A concrete week-by-week ramp for new sales hires. What they should know, do, and hit at each milestone, and who's accountable for it.
What turnover really costs your store
A transparent example cost model for replacing one salesperson, so you can run the math on your own store and see what the open seat is actually costing you.
Manager development
How to coach your sales managers
Your sales managers are the highest-leverage people in the store, and most of them have never been coached on the job itself. Here's how a GM builds them on purpose.
Save-a-deal vs. develop-a-rep: where great GSMs spend time
Saving today's deal feels like the job. Developing the rep who blew it is the job. Here's how strong GSMs split their time so they stop trading next month's results for today's.
Running a desk that develops people
A desk can be a control booth or a teaching surface. The difference is whether your reps get stronger every time they walk up to it, or just get their numbers adjusted.
Playbooks & templates
Template
Daily commitment sheet
Template
1:1 coaching template
Template
30-60-90 onboarding plan
Tool